Absolutely. And you know, just being able to have the ability to speak finance with your clients and not be fazed by it and not shy away from those conversations, it's massively valuable for the other person. You know, we see in the, in the US, you guys have got kind of client rep services. And in the UK, there's these kinds of concierge type services for high net worth individuals, and they're certainly specialist concierge services for property where there'll be a single point of contact for a high net worth individual, and this concierge service will work out their finance for them and help them then find a piece of land and then do negotiations around the the acquisitions, and then you know, and then it will then they'll go and assemble the kind of construction team. And the kind of you know, the engineers and the architects, and then they'll go and even offer, you know, post occupancy services from from maintenance to, you know, further renovations to interior design services to artwork curation. And it's really fascinating because it's okay, great, well, then there you go, though, here's a, here's a position that accompany who doesn't have any architectural expertise is really curating the whole, the whole project, and they're in a very powerful position with that with that person. And it really starts at that beginning point where they're bringing value by questioning and asking and actually being an ally, to the client in terms of their finance. And if when when we think about it, being an ally to our clients, and understanding what their financial problems and their cycles are, there's just a massive opportunity to better bring more value, more value and bring more in and, you know, have higher fees as a result. You know, what, again, I think a problem that we see so much in the architecture industry is that we have this conversation of, we need to better communicate our value better. But we never take the time to understand well, what does value mean for the other person? What is actually valuable right now for for that person before we start talking about us and ourselves was valuable for the for the client. So these financial conversations, you know, it opens doors, and it certainly will have your clients listen in a listen to you in a very, very different, different way. And, you know, it's part of your due diligence, really, it's part of your risk assessment. Do I want to be getting involved with these with these people? You know, many estate agents, they'll ask for proof of funds from certain clients. So if you're applying for a mortgage, just Consider the the kind of lengthy documents and application process that a mortgage broker will go through to ensure that, you know, to ascertain your, your risk to them lending you something. So, you know, we can start taking a little bit of that and applying it to these upfront conversations, these kind of grown up upfront conversations about about money. So, it alongside of that, what we've what we were hearing was, again, in the world of the ultra high net worth individuals where a lot of these guys were giving pushback to proposals, and asking for discounts and negotiating. And I think again, you know, it's interesting when people say that, that their proposal, somebody asked them to reduce their fees or ask for a discount. And sometimes, you know, an architect might take that very personally or, you know, I often hear people getting quite upset when somebody's pushback on their fees. But, again, I think we need to be a little bit open minded here and recognize that for some people, that's what they do. They negotiate, they're almost expecting you as the as the consultant to have overinflated your price. And they're expecting a back and forth bartering. And, again, being cognizant and skillful in sales and, and marketing, you should be prepared for this, you should be prepared for this, you should be prepared to have these types of conversations, and have a handful of different kinds of responses, rebuttals and strategies. And certainly, people in the you know, who were very financially fluent and successful in business, they're going to negotiate business people, so need to learn to be prepared for these kinds of conversations. Interestingly, a little side story, my partner, Yvonne, many years ago, she used to work in a one of the most beautiful hotels in London, the Corinthia, really kind of classy hotel, we went there, and actually Nick and had tea, if you remember when you came to London, very, very nice place. And she said that, it was very interesting, because the people who worked on the desk could always tell who was who was there as a sort of middle class person who was taking themselves out for a birthday treat or for or for some sort of special occasion, because they were normally they turn up the hotel, and they were right on time for their check in. And they were all dressed up in the kind of, you know, the Sunday bests. And they would never question anything. And they would, you know, they would pay the bills and all that kind of stuff. And, you know, they typically weren't there for that for that long. And she said the the super rich people would often come in, it's bit different, more difficult to tell, who was who they weren't necessarily so flashy all the time. But often, they would always ask for discounts. Always ask for discounts. Even in the hotel, they were saying, Well, we're staying here, we're staying here for two weeks, is that the best price you can do? And guess what the hotel did? gave him the discounts. Right, so the hotel didn't quite know what to do with it, but they would often they had their own sort of little, little dance move that they would do of upselling. And, you know, kind of going back and forth. And they had their own way of preparing for it. And, you know, we're gonna take, if we discount them, we're gonna you're gonna lose this sort of this sort of thing or, you know, there will be like, okay, that they were prepared for it. And they had whatever. They, they weren't salespeople necessarily on the desk. But there was a kind of a series of strategies to be able to prepare for that. And I thought that was very interesting that that, that the very, very wealthy people were just, that was a pattern for them, just to ask for, to ask for for discounts. And I think there's that famous story that was going around on the internet a little while back, where Oprah was out and about in a restaurant somewhere and she had her whole entourage of about 25 people. And she was in a big Michelin star restaurant. And the bill, the bill came and one of her kind of assistants came came to the to the kind of concierge desk and said very politely. Thank you so much for the bill. We're here with Oprah. Oprah doesn't pay. Really.